Why will you enjoy this new opportunity?

Be an integral part of our Carbon Black Sales Organization! We serve as true business partners to our customers (both internal and external). If you are passionate about driving digital transformation and cyber security, we have a top-of-the-line technology stack that allow our customers to remain secure.

As one of the “Best Places to Work” we value transparency, community, innovation, and excellence. If you are motivated, results-driven, and enjoy working in an environment that fosters learning and continuous growth, we would like to meet you.

Success in the Role: What are the performance outcomes over the first 6-12 months you will work toward completing?

• Serving as a key member and business leader to the Carbon Black Enterprise Sales Team.
• Leading, building, and managing individual contributors across designated territories.
• Owning sales responsibility for selling the entire Carbon Black Security Portfolio.
• Executing and collaborating on the Security Sales plan for achieving a revenue quota target, managing the sales forecasting process, and coaching the team of business development and sales professionals to achieve (or, ideally, over-achieve) the target quota.
• Coordination with the VMware core Field and Partner organizations to achieve success and managing interactions with their existing customers.
• Using your deep knowledge of the cyber-security market, IT sales cycles, and VMware’s Partner Programs and ecosystem.

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

Most importantly, you will be a team builder, team player, and a true leader. You are a first line leader with the personal drive, passion, and enthusiasm to both understand and successfully navigate a high-growth software ecosystem striving toward market leadership in an evolving marketplace. You are a proven sales leader with the following qualities:

• People leadership and coaching – you will attract, develop, and retain top talent in the organization. You create loyalty, trust, and a following. You understand what it takes to connect, listen, and engage at all levels of the organization.
• Generate energy – you are a source of positive, motivating energy that multiplies the impact of the team by drawing out ideas, encouraging bold and thoughtful moves, and promoting a sentiment of support. You sponsor creative and effective collaboration.
• Business partnership: you have the confidence, intellect, and executive presence to become a true business partner across the corporate and field functions. You can contribute to broader business conversations beyond your functional expertise and are respected by both subordinates and superiors.
• Hands-on and entrepreneurial style: your style drives you to be personally involved in all elements of managing your functional responsibility, and you seek to develop like-minded senior managers with similar capabilities.
• Personality traits: you are collaborative, honest, accountable, and passionate. Your primary, driving focus is to lead and motivate others. You can take symbolic actions to inspire and energize others around a vision of Carbon Black’s future.

Your regular activities will vary on a day-to-day basis, but you can expect a variety of the following assignments:

• Achieving VMware’s ACV growth goals and renewal performance across the Carbon Black Security portfolio.
• Lead and drive exceptional sales execution and operational excellence, and develop initiatives to penetrate the market, achieve sales goals, and leverage sales assets.
• Be operationally excellent in the day-to-day running of the business including forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
• Function as a change agent and demonstrate the ability to uphold the standards consistent with a strong pipeline management system leveraging relevant performance data.
• Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools.
• Serve as a visionary for the company and cultivate innovation, articulating a compelling, long-term vision for the future, and inspiring others to action.
• Create loyalty within the team; drive the mission/vision of VMware Carbon Black to the sales force and broader organization.
• Lead by example and create and sustain a performance-driven culture, built on professionalism, teamwork, and creativity.

What is the leadership like for this role? What is the structure and culture of the team?

Our Carbon Black sales team culture is one based on trust, personal growth and development through coaching, and giving back to the community through service learning. We trust each other to get the job done right, allowing for flexible schedules balancing work and life.

Where is this role located?

Remote: This role is fully remote within the US.

What are the benefits and perks of working at VMware?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights and the complete benefits package by visiting benefits.vmware.com

• Medical coverage, retirement, and parental leave plans for all family types.
• Generous time off programs.
• 40 hours of paid time to volunteer in your community.
• Financial contributions to your ongoing development (conference participation, trainings, course work, etc.)
• Annual wellbeing program.

For US based candidates, the annual pay range (OTE for commissioned roles; Salary for other roles) for this position is: $309,000 - $556,000. The actual offer will be based on the role, location, and individual candidate experience. Bonus, commission, and/or equity may be eligible for this position. VMware offers comprehensive benefits including, but not limited to: medical, dental, and vision plans, company paid holidays, paid sick leave, and vacation time. Additional benefits for this position can be found at https://benefits.vmware.com/. Your talent advisor can share more about the specific salary range for your preferred location during the hiring process.

This job may require the candidate to travel and/or work from a facility that requires full vaccination prior to entry.

Category : Sales
Subcategory: Field Sales
Experience: Business Leadership
Full Time/ Part Time: Full Time
Posted Date: 2023-05-09

VMware Company Overview: At VMware, we believe that software has the power to unlock new opportunities for people and our planet. We look beyond the barriers of compromise to engineer new ways to make technologies work together seamlessly. Our cloud, mobility, and security software form a flexible, consistent digital foundation for securely delivering the apps, services and experiences that are transforming business innovation around the globe. At the core of what we do are our people who deeply value execution, passion, integrity, customers, and community. Shape what’s possible today at http://careers.vmware.com.

Equal Employment Opportunity Statement: VMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. Vmware will provide reasonable accommodation to employees who have protected disabilities consistent with local law.